Field Sales Specialist

Great Brands – Bigger Purpose

As a Certified B Corporation, Bonterra Organic Estates (formerly Fetzer Vineyards) is focused on excellence, innovation and longstanding commitments to the environment and responsible business practices. We are proud to offer exciting career opportunities within our California-based winery, Bonterra Organic Estates, and our distribution and commercial operations, Viña Concha y Toro USA (VCT-USA).

Why us?

-Part of fifth largest global winery Viña Concha y Toro (32 million cases)

-#1 South American wine supplier in the U.S.

-Sell highly awarded wines. To name a few in our VCT-USA portfolio:

• Don Melchor Wine Spectator Wine of the Year 2024; 4x Top 10; 10x Top 100
• Bonterra The Roost and Amelia Chardonnay Wine Enthusiast Top 100 Wines of 2025
• Mendocino County named Wine Enthusiast American Wine Region of the Year 2024
• Bonterra Wine Enthusiast Top 100 Wines of 2024 and Top 100 Best Buys of 2024
• Bonterra Wine Enthusiast American Winery of the Year 2016
• Casillero del Diablo is the official wine sponsor of the Mexico National Football Team 
• Trivento is the most chosen Argentine wine in the world 2024 (IWSR)

Do you thrive on being in the field directly influencing the customer? As a Field Sales Specialist on our Southern California sales team, you will build strong relationships across the top 50 volume accounts in your assigned territory. You will be responsible for monitoring and maintaining our distribution, preventing out of stocks, ensuring shelf and cold box improvements, program execution and ensuring that regardless of planner activity, our priority brands are visible and displayed in the best locations in the region. This role will collaborate and work effectively with the assigned distributor partner account lead. Periodically you will be expected to spot check program activity of other chains in your geography that you are not directly responsible for. If you bring wine and spirits industry experience―distributor roles, merchandiser, bartending, wine steward, restaurant/hospitality―your learning curve is off to a great start but self-starters looking to parlay current sales experience to wine, are encouraged to apply.

This is a remote role covering key accounts in the Greater Los Angeles area and requires extensive driving within the field. Candidates should be centrally located in Los Angeles. Proximity to Hollywood, a plus. Additional locations may be available, so Southern California candidates based in San Diego, Inland Empire and Orange County are encouraged to apply.

Essential Responsibilities 

• Travel to retail stores to perform merchandising activities, construct displays, update pricing and special offers, and stock/rotate (where legally permissible) for the Bonterra Organic Estates/VCT-USA portfolio of wine brands on shelves, displays and cold boxes in retail accounts as requested by sales teams or retail customers.
• Ensure our products are up to date, our brands are well represented, and our presence stands out in assigned retail accounts.
• Ensure 100% distribution of all authorized SKUs in cold box and on shelf in all assigned accounts.
• Install promotional point-of-sale materials to achieve display objectives and stock products as needed.
• Assist in stock rotations, shelf resets, and backroom.
• Understand and work with management on inventory levels by being aware of current inventory and out of stock situations and by alerting management to possible fluctuations in demand.
• Plan time and activities to ensure achievement of company-established goals and sales objectives within assigned accounts.
• Establish and follow an efficient and economical routing pattern that ensures assigned accounts are serviced and merchandised as needed.
• Utilize various equipment such as a pallet jack, two-wheeled and U-Boat platform trucks, case cutter, and price gun.
• Collaborate and work effectively with the assigned distributor partner account lead and merchandising team members in your assigned accounts.
• Gain knowledge of the specific customer’s business operations and coordinate multiple diverse options for merchandising the company’s products to each and build positive relationships and an effective partnership with the ultimate decision maker, retail owner, store manager/wine steward/clerks in all assigned accounts.
• Service accounts by delivering products to customers in extenuating circumstances, handling customer issues and complaints and referring these issues, as appropriate, to management.
• Strategize/preplan on how best to achieve objectives by understanding company pricing and product programming information on a monthly basis and maintaining accurate historical account purchase information.
• Stay current on The Company’s brands and know in-depth features and benefits of each compared to the competition.
• Educate account staff on priority brands by leading educational staff training seminars.
• Communicate issues, opportunities, and market intelligence with appropriate management through written, electronic and verbal means. Maintain up-to-date, accurate territory and account records.
• Properly account for work done, i.e. cases, pricing, date etc., by using Company display software and integrated digital camera.
• Submit prompt and accurate reports using internal distributor systems such as Strategy (MicroStrategy), supplier portal, Circana (IRI), and beverage technology, VIP. This position is required to serve as an information resource for, and as a conduit between the field and national/regional chain account team members.
• Participate in work withs; present at distributor meetings; participate in sales blitzes, as needed.
• Collaborate with VCT-USA internal departments including brand/marketing, trade marketing, and regional sales teams.
• Conduct safe and responsible interactions with the public.
• Periodically you will be expected to spot check program activity of other chains in your geography that you are not directly responsible for.
• Perform other job-related duties as assigned.
• Some territories may require early mornings, evenings, and/or weekends.

Must Requirements

• High School Diploma/GED or equivalent and minimum one year previous sales experience, or equivalent education/experience combination
• A sales and growth-oriented mindset
• Passion/interest in wine, required. Previous work experience in the adult beverage industry―bartender, wait staff, liquor store/wine and spirits retailer―a plus
• Strong attention to detail and highly organized
• Ability to prioritize within a dynamic environment
• Ability to work calmly under pressure
• Self-motivated and able to work independently with minimal supervision
• Able to establish rapport and persevere to achieve goals despite the competing demands of store personnel; effective negotiation and objection handling skills
• Strong verbal and written communication skills able to articulate clear images and messages through words, public speaking and presentation skills
• Excellent interpersonal skills with the highest level of integrity
• Proficiency in Microsoft Office 365 products including Word, PowerPoint and Excel; database systems and email
• Effectively use hardware such as laptop, mobile phone and digital camera
• Valid Driver’s License, vehicle and insurance required
• Must be 21 years of age

Preferred Requirements

• Associate or Bachelor’s degree from an accredited four-year college or university
• Demonstrated familiarity with the operation of a chain store and prior merchandising experience, preferred
• Understanding of the three-tier distribution system process, advantageous
• Wine education/certification (CWE, SWE, WSET), a distinct plus 

Physical Requirements

Ability to lift up to 50 lbs., carry up to 40 lbs. and push and pull up 51-100 lbs. on a frequent basis; ability to sit and work at a desk as required; requires ability to walk and stand; reach outward and upward, climb, crawl, squat, kneel, and bend; requires hand and finger dexterity for keyboarding and working with computer/devices. Additional physical requirements required as related to domestic/international travel via air and ground transportation.

Location

This is a remote role covering key accounts in the Greater Los Angeles area and requires extensive driving within the field. Candidates should be centrally located in Los Angeles. Proximity to Hollywood, a plus. Additional Southern California opportunities may be available in Orange County and San Diego.

Benefits

First day Medical, Dental, Vision, Life & Disability, Tax Savings (401k with company match), Short and Long-Term Disability, paid vacation, sick leave and company holidays. Health Care and Dependent Care Flexible Spending Account benefits available to eligible employees. Community engagement is encouraged with one day/shift off per year as Volunteer Time Off (VTO). We offer many employee-focused mental health and wellness resources, training and safety-related programs as well as scholarship opportunities for dependents.

Compensation

Compensation for this role includes a base salary target of $69,000 to $71,000 plus transportation-related benefits. Actual rates will vary and are based on a candidate’s relevant education, qualifications, experience, skillset, competencies, internal equity, location and alignment with market data.

About Bonterra Organic Estates

Part of the Viña Concha y Toro family of wineries since 2011, our California winery operation includes Mendocino County winery, production and approximately 830 acres of vineyard locations. The company employs approximately 200 across the United States.

To Apply https://recruiting2.ultipro.com/FET1003FETZ/JobBoard/c6d65af3-319c-4d5a-8905-6818e98b821b

Requires successful completion of criminal background, DMV check and drug screen. AA/EOE/M/F/D/V  

You will be required to submit verification of your citizenship or legal right to work in the United States at the time of an offer of employment.

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Employee Rights under FMLA:

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